Gartner Information Technology Research

Critical Capabilities for Sales Performance Management

Published: 20 February 2020

ID: G00383897

Analyst(s): Melissa Hilbert


SPM solutions continue to mature, and Gartner has evaluated the products of 10 vendors across four use cases and 11 critical capabilities. Application leaders supporting CRM sales technology should use this research to help differentiate the capabilities of SPM vendors in their own evaluations.

Table Of Contents

What You Need to Know


  • Critical Capabilities Use-Case Graphics
  • Vendors
    • Anaplan
    • beqom
    • Incentives Solutions
    • NICE
    • Optymyze
    • Oracle
    • Performio
    • SAP
    • Xactly
    • Varicent (IBM)
  • Context
  • Product/Service Class Definition
  • Critical Capabilities Definition
    • Calculations
    • Rule Definitions
    • Scalability
    • Customization and Extensibility
    • Audit
    • Workflow and Collaboration
    • Advanced Analytics
    • Modeling
    • Data Transformation (ETL)
    • Integration (Data & Product Suite)
    • Standard Reporting and Analytics
  • Use Cases
    • Incentive Compensation
    • Quota Management and Planning
    • Territory Management and Planning
    • Objectives Management
  • Vendors Added and Dropped
    • Added
    • Dropped

Inclusion Criteria

  • Critical Capabilities Rating

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